Top 10 Phone Traits

Everytime I take on a new project, I encourage my client to submit call recordings of their team members. It’s a great way to learn about the group, their products, market, customer requirements and identify skills. After listening to thousands of recordings over the years, I can tell a lot about how someone manages their time. The followoing traits provide insights on how one manages their time and gets things accomplished:

1. Utilizing an authoritative tone that has influence and demands attention

2. Having a good, quick phone pace that creates urgency

3. Speaking succinctly and clearly and checking for understanding

4. Asking strng qualifying questions before presenting a solution

5. Demonstrating strong listening through information integration

6. Aligning the approproate solution based on the customer’s technical knowledge and requirements

7. Explaining your solution succinctly

8. Calling high and speaking with decision-makers who have both influence and authority

9. Setting action steps and gaining commitment before hanging up from the call

10. Saying “no” to consultants, field partners, internal customers who may take up too much of your time